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Connecting With Your Ideal Customer

Believe it or not, doing more of the dentistry you love starts with identifying your ideal patient. Many dentists are so wrapped up in their daily grind that they never slow down to consider that their personality and motivations are just as unique as the personalities and motivations of potential patients. When you define who you want to work with you’re armed with the information you need to attract those patients and change more lives. 

 

  • You’ll be able to determine where they’re hanging out and how to spend your marketing budget more effectively so that you can reach them. 

 

  • You’ll discover what they value which will lead to better treatment presentation and acceptance rates.

 

  • You’ll understand how to effectively communicate with them.

 

Now that you have your ideal patient in mind, how do you connect with them?

 

Stop making it difficult.

Despite all of the technology that is available, by and large, dental offices are still pushing their patients to initial in-person consultations. These days, consumers can order groceries, deposit checks, and even meet with a therapist online. Scheduling an in-person appointment simply to have a few questions answered is inconvenient and unnecessary. Set yourself apart from the pack by meeting patients where they are. 

 

Stop making it awkward. 

Today’s consumer wants to buy, but they don’t want to be sold. Patients feel vulnerable when they’re in the chair and even talking through necessary treatment can feel like a sales pitch. Trust is the key ingredient in treatment acceptance and the only way to establish trust is to substitute the idea of sales with the principles of education and service. Give the patient space and time to evaluate what you’ve presented and let them know you’re there for them when they’re ready. 

 

Rather than prolonging a routine visit with a patient or scheduling an in-person consultation, record your recommendations, send them to the patient, and watch the dynamic change.

 

Stop making it confusing.

 

Part of establishing trust with a patient is being transparent about their options and fees. Patients are looking for answers, not a 60-minute lecture followed by a complicated financial work-up.

 

Remember, when you confuse the patient, you lose the patient. An effective consultation should answer 4 simple questions:

 

  1. What are my options?
  2. What will they cost?
  3. What is the ideal solution for people like me and why?
  4. Are there financing options? 

 

Now, we want to hear from you! Think about the last significant purchase you considered where you worked with a Salesperson. Did you trust them? If so, what was it that established that trust? If not, what was the interaction missing? Join the conversation here.

 

I'm A Dentist

I'm A Patient

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Nicole Z

She had always wanted a new smile for graduation. Nicole had worked her whole school life to become a lawyer and she wanted a smile to match her academic accomplishment. She had some size discrepancies and positioning of her teeth. So, after sending in a Smile Virtual consult and looking at her personal video she knew what she wanted to do. We decided to have 10 conservative veneers done to widen her smile and correct the tooth size she was concerned about. Her graduation pictures were beautiful.

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Nicole J

Nicole had braces when she was younger and also had some gum surgery that left some scarring. She sent me a Smile Virtual consult request to see if there was anything possible to correct her smile. I was able to describe what was possible in her personal video. She never thought that what I described was possible. She decided to move ahead after her consultation. We were able to correct the past orthodontic care and gum treatment with a gum lift and 10 veneers. She had a beautiful result for her wedding pictures

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Jenn

She had seen all the other patients we worked with on Instagram. She really liked what she saw, and wanted to know more. She clicked the link in my Bio, submitted a selfie smile, and I sent her a personal video through Smile Virtual. I went through the veneer process and examples of other smiles, and how much things would cost. She liked what she saw and asked to schedule an appointment. We delivered 10 veneers other top teeth and 8 veneers on the bottom.

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Maria

Maria had treatment in another country. This treatment created discolouring, uneven surfaces, and shapes. She wanted her smile whiter and even. Because there was a language barrier, the Smile Virtual Consult created a perfect opportunity to show her what was possible. After looking at her personal video, she decided to have 10 conservative veneers. She finally achieved her perfect smile.

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Nicole P

She had a nice wide smile, but her teeth always looked small. She had tried whitening, but that didn’t achieve the look she wanted. After going through the details of her smile on the Smile Virtual consult, she saw how her gums were creating asymmetries. She decided that she wanted to have 12 veneers with a gum lift. The gum lift helped to create the perfect frame and size for her beautiful new smile.

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Lexi

She was not happy with the shape and position of her teeth. A side tooth was missing, and her bite caused functional issues. With a Smile Virtual consult she was able to hear that I had a deep knowledge base about bite issues and she could see that we could correct old dental work. 9 porcelain veneers and an implant crown were done to transform her smile.
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